Case Study: Building and Scaling Sales Capability for SuccessFactors UK Client: SuccessFactors (now SAP SuccessFactors), Sector: Enterprise HR Tech, Region: UK
SuccessFactors, a global leader in cloud-based HCM software, was rapidly expanding in the UK as part of its international growth plan. Known for enabling high-performance HR and talent management, the company needed strong local execution to deliver on revenue targets in a competitive enterprise SaaS landscape. This critical UK expansion challenge was successfully addressed by Andy and his team at his previous role, who provided the precision and speed needed to rebuild SuccessFactors' sales team from the ground up.
With headcount already approved and UK revenue targets set, the Country Manager faced mounting pressure to deliver results without the sales team in place to do it. During early expansion, SuccessFactors relied on an internal recruiter to manage hiring in the UK. But when that resource departed, the business was left with no talent pipeline, no process, and an urgent need to rebuild its sales team fast.
Internal recruiter departure left business with no hiring process
UK targets set with no sales team in place to deliver results
No capacity to develop new internal recruitment function
Immediate hiring support required to reduce risk of missed targets
High-performing inside sales team for UK market
Senior sales leadership with UK enterprise experience
Enterprise sales professionals for major UK accounts
Immediate delivery without compromising on candidate quality
SuccessFactors established itself as a global leader in cloud-based HCM software, requiring exceptional local execution to maintain competitive advantage in the UK's competitive enterprise SaaS landscape.
While SuccessFactors initially engaged multiple recruitment firms to cast a wide net, Andy Strong and his team saw an opportunity to prove the value of a focused, high-performance search approach. Instead of competing on volume, Andy focused on precision, speed, and partnership - delivering standout candidates for critical sales roles in record time.
Delivered top-performing sales hires immediately, when others couldn't - building confidence through results.
Took on high-urgency briefs and executed with speed and discretion to meet critical business needs.
Aligned with the UK Country Manager to become a trusted advisor on sales hiring strategy and execution.
Built momentum through consistent delivery that led to an exclusive working relationship and long-term partnership.
Earned through precision, speed, and results
This approach quickly built confidence and shifted the relationship from transactional to strategic, ultimately leading to exclusivity for UK sales hiring and a partnership that continues today.
Andy and his team gave SuccessFactors exactly what they needed: urgent sales hiring support that delivered results - and did so with quality, professionalism, and consistency. This partnership helped maintain revenue momentum during a vulnerable phase.
High-performing inside sales team for UK market development
Senior sales leadership with deep UK enterprise experience
Enterprise sales professionals focused on major UK accounts
Earned exclusive rights for ongoing UK sales hiring
Continued partnership through internal team reconstruction
Strategic partnership retained post-SAP acquisition in 2011
Helped maintain revenue targets during vulnerable expansion phase
Andy and his team gave SuccessFactors exactly what they needed: urgent sales hiring support that delivered results with quality, professionalism, and consistency when it mattered most.
The ability to deliver when it mattered most, and to work seamlessly alongside internal teams as they evolved, is what set this relationship apart and why it continues today.
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info@strongsearch.co.uk
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